What They Dont Teach You At Stanford Business School

Stuff you can't learn in B-school: LARRY CHIANG

The Customer Development Manifesto: The Startup Death Spiral (part 3)

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Stave off premature startup death by avoiding the death spiral

Steve Blank

This post is part 3 of the “Customer Development Manifesto” series and makes more sense if you read part 1 and part 2.

This post describes how following the traditional product development can lead to a “startup death spiral.”  In the next posts that follow, I’ll describe how this model’s failures led to the Customer Development Model – offering a new way to approach startup sales and marketing activities. Finally, I’ll write about how Eric Ries and the Lean Startup concept provided the equivalent model for product development activities inside the building and neatly integrates customer and agile development.

12. The Startup Death Spiral: The Cost of Getting Product Launch Wrong
By the time of first customer ship, if a startup does not understand its market and customers, failure unfolds in a stylized ritual, almost like a Japanese Noh play.

Three to six months after first customer ship…

View original post 910 more words

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Written by Larry Chiang

September 18, 2014 at 4:52 pm

Posted in Uncategorized

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